This
class will address the challenges all startups face when targeting big
companies. We'll talk about identifying opportunities, finding a
champion, how to (not) push, the big meeting, and how to close. Matthew
will present 13 key tips to taking your startup sales to the next
level.

You'll Learn:

1.Target Your Opportunities
– Spend real time going through the product, the applications and the
possible markets. Don’t rush that stuff. Start with five target
companies to focus on. Too many options is too confusing. Once you’ve
made some progress with those five, you can expand your search.

2. Cold Calling is Your Friend
– There is no single better way to hone your pitch than cold calling.
Don’t be that LinkedIn spammer who always needs introductions. Do 10
cold calls a day to companies outside your target list. You’ll be ready
when the boss of your top target picks up the phone.

3. The Second Best Answer is a Quick No
– It hurts. It stings. There’s nothing good about getting rejected on a
deal except the fact that it didn’t take too long to get rejected on a
deal. There’s precious little you can do to push the string towards a
decision. But you can respect the folks who decide quickly, and make a
note to come back to them after a while.

This
class will be peppered with five hands-on components: Target
Identification, Cold Call practice, Relentless Preparing for the
Meeting, Handling Nos, Not Yets and Yes buts, and Closing

About the Instructor

Matthew Bellows
is Founder and CEO of Yesware. Matthew brings more than 10 years of
sales experience to Yesware’s goal of helping salespeople close more
deals faster. Prior
to Yesware, Matthew was the Vice President of Sales at Vivox, the
market leader in voice for digital worlds. He previously served as
General Manager and Board Member at Floodgate (acquired by Zynga), as
Founder/CEO of WGR Media (acquired by CNET Networks), and as VP Sales
and Marketing of Interstep (acquired by Flycast/CMGI). Matthew
earned his B.A from Naropa University and his M.B.A. magna cum laude
from The Olin School for Business at Babson College.